1. 5 Steps to Communicating the Value of Procurement Presented by: Brian Smith, CPPO, PMP – Multnomah County Gerald Jelusich, CPPB -- Multnomah County Jonathan White – Spikes Cavell

2. The Challenge 2

3. The Context 3

4. Getting Started 4

5. 5 STEP ONE STEP TWO STEP THREE STEP FOUR STEP FIVE

6. STEP ONE Create a Definitions file. 6 STEP ONE

7. Savings, Gains, Efficiencies, Delta or something else? Cash Releasing or Non-Cash Releasing? Added Value, Cost Avoidance, Sustainable Procurement, Process Re-Engineering, Price Reduction, Risk Reduction, Revenue Generation. 7 STEP ONE

8. STEP TWO Create a standard data collection and tracking process. 8 STEP TWO

9. STEP THREE Select at least one report each month to review. 9 STEP THREE

10. STEP FOUR Identify candidates for documenting savings. 10 STEP FOUR

11. QUESTIONS? 11

12. 12 STEP FIVE Choose candidates for savings. (Examples)

13. STEP FIVE Examples Simplest is the Invitation To Bid (ITB) Compare low bid price against average of non- – awarded bidders – adopted practice Don’t include non-Responsive Bidders – adopted practice Use one efficiency to capture savings – adopted practice Projects take savings over life of project in equal – increments – adopted practice Don’t include Engineer’s Estimate - adopted practice

14. GETTING STARTED – STEP FIVE – ITB Sample

15. GETTING STARTED – STEP 5 – ITB Value Added

16. GETTING STARTED – STEP 5 - ITB Sample Cost Releasing Savings for this Bid: Total of four non-awarded bids / 4 = Average Bid Average Bid – Low Bid = Savings Total of four bids = $2,068,503.00 Divided by four = $ 517,125.75 $517,125.75 – $483,475.00 = $ 33,650.75 Savings was spread out over 8 months = $4,206/mo

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18. GETTING STARTED – STEP 5 – RFPs Request For Proposals Best Value selection does not lend itself to finding Cash releasing instances – often you don’t select the lowest offer More likely to find non-cash releasing savings Example of one that did yield savings

19. GETTING STARTED – STEP 5 – RFP

20. GETTING STARTED – STEP 5 – RFP Cont

21. Winning Proposer resulted in savings of $17,574 Calculation works like a bid Spread savings over three month study -- $5858/Month

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23. GETTING STARTED – STEP 5 - RFPQs Request For Programmatic Qualifications - RFPQ Similar to a RFP Create qualified “Pools” of vendors RFPQs do not carry any dollars – no promise of a contract Follow-on Allocation process

24. GETTING STARTED – STEP 5 – RFPQ Cont RFPQs are problematic Most get recorded without any savings Non–Cash Releasing Efficiency Example RFPQ featuring a savings through changes to our process.

25. GETTING STARTED – STEP 5 - RFPQ

26. GETTING STARTED – STEP 5 – RFPQ Cont

27. Non-Cash Releasing Value Calculation: Typical Experience: 1 proposal per hour 7 Proposals x 4 Evaluators x $30/hour/Evaluator 7 x 4 x $30 = $840 in expected evaluation costs Actual cost was one hour at $120, so we released back to the County $720

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29. GETTING STARTED – STEP 5 – Other Multnomah Other sources of Value Added Savings GovDeals – Surplus Sales of Equipment Awarded Scholarships for Training Awarded Grants and Stipends Recovery of Business Income Tax Recovery of owed fees/payments from other Government Agencies Using discounts in buying volume training

30. GETTING STARTED – STEP 5: GovDeals Surplus Received Notice from GovDeals Accounting:

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32. GETTING STARTED – STEP 5 – Additional Types Other sources of Savings Additional products/services at no cost Collaborative procurement – time and money More efficient processing of transactions Mitigation of proposed price increase Sponsorship/revenue generation Elimination of a purchase request Rebates/prompt payment discount

33. QUESTIONS? 33

34. GETTING STARTED – Output

36. GETTING STARTED – Quantitative Output Database becomes central historical repository Basis for annual reporting to Management team and Politicals Captures both Cash Releasing and Non-Cash Releasing Efficiencies Easy to Understand and Defend

37. Wrapping Up Areas needing further development: RFPs – even if not cash releasing Intermediate Procurements Process improvements Virtual Contracts and Cooperative Buying

38. Lessons Learned Start Simple Build some basic rules and stick to them Grow your program as you become familiar with the Software and how to take on new savings Use current processes to gather data If you need help – contact Spikes Cavell

39. Further Assistance Spikes Cavell – speak about Customer Service! www.nigp.org/measure for Measure user licenses www.nigp.org/measure NASPO – National Association of State Procurement Officials – standards for calculating value Budget Office, Auditor, Other www.multcopurch.org – homepage and down near the bottom. www.multcopurch.org

40. QUESTIONS?

41. Contact details: -Brian Smith (503)-988-7546 brian.r.smith@multco.us brian.r.smith@multco.us -Gerald Jelusich (503)-988-7542 gerald.e.jelusich@multco.us gerald.e.jelusich@multco.us -Jonathan White (571) 527-8310 jonathan.white@spikescavell.com